Your best customers never haggle

The best clients are not going to do that to you. If they're sitting there nickel-and-diming you, they're not fully bought in on what you're selling them.

Discounting does not reduce risk. In fact, it might even increase risk because this vendor might say, 'Well, yeah, I'll give you a better price, but now I'm not going to give you the extra support or we'll have a change of scope.'

A sales rep's got to bring in four to five times what they take home. The more enterprise you are, the bigger the multiple has to be.